by chris | Oct 13, 2015 | Sales Process
“No” is a buying signal. I’ll take a “no” any day over a customer who won’t make any decision at all. At least a “no” is something I can work with. When a customer says “no,” we have to remember what they’re saying. The “no” is a no, but only for that moment in...
by chris | Dec 24, 2014 | Sales Mindset, Sales Motivation, Sales Process
Your customer needs what you have to offer, you’ve had what you feel is a very productive sales call and then boom — the customer hits you with an objection. The timing of the objection couldn’t be worse, or at least that’s what you thinking, because you...
by chris | Nov 14, 2013 | Sales Process, Sales Prospecting
Moving right along, we are up to number 5 on our list of 14 things great salespeople do. 5. Great salespeople like to hear the word “no” from a customer. This tells them they need to change, and they listen and learn from it. In fact, great salespeople...
by chris | Oct 31, 2011 | Sales Motivation, Sales Process
Guest post Monday and we have Gary Hart, who has an extensive sales career and is president of Sales Du Jour. Such transparency in this post about what Gary learned didn’t work — and how he saw greater success when he changed his approach. I’m a...
